February/March 2017 - New Hire Training SME Sales Week 4

What sales and bookings value is quota attained against and measured for commissions purposes?

TCV

MRR

QRR

ACV

What does DLP stand for? (In the context of Trustwave products and solutions)

Digital Light Processing

Data Loss Prevention

Democratic Labor Party

Diagnostics of Loss Potential

During the provisioning process the customer will need to provide which of the following:

Shipping information for hardware

Provisioning information such as IP addresses and firewall rules

Qualified personnel during install to test their systems

Information on third-party devices and firewall rules

All of the above

You should ask for referrals when:

Which combination of vendors all have a managed anti-malware service with a zero-malware guarantee?

IBM, FireEye, Trustwave

McAfee, FireEye, Trustwave

Symantec, Sophos, Trustwave

None of the above

Which of the answers below is an example of creating urgency?

When should you spread the discount evenly in Salesforce?

When you want to avoid discount approval

When selling all services/products in the same bundle

Never - discounts should not be the same

A & B

True/False: Provisioning will make sure the firewall configuration is PCI Compliant upon install

True

False

If you close a deal and earn the commission in March, what month will you receive the commission in your paycheck?

March

April

May

June

DLP Monitor and Protect (Web and Email) are collectively known as:

DLP Enterprise

DLP Network

DLP Discover

Endpoint DLP

How can you make changes to a quote that has been submitted?

Email Sales Ops to make the change

Wait for Sales Ops to reject and send back to you

Use the "Clone with Configurations" button to clone the quote and start over

Change the stage to "Closed Lost" to reopen the opportunity

Why do most other gateways fail to stop new malware in real time?

They look for known code strings or use “out of line” sandboxes

Technology is consistently outdated

Breach response services/forensics are more profitable

All of the above

Your customer has some concerns about the security of their WiFi network in their brick and mortar stores: what SpiderLabs service would you recommend, and how would you price it?

MST Internal Network Penetration Test - Tier 3

Legacy Test - Onsite WiFi Assessment

MST Application Test - Tier 3

None of the above

Traditional Salespeople first focus on ____, and only then focus on ____

Why Us/Why Change

Close/Present

Why Change/Why Us

Qualify/Close

Which of the following is *not* delivered by provisioning?

UTM

IVS

Licensed, customer-owned products

SEG

What is the % of ACV earned in year 1 of a dirty language contract?

100%

95%

90%

30%

DLP Discover is focused on what kind of data?

Data in Motion

Data in the Cloud

Data at Rest

All of the above

When handling an Objection at the beginning of the Sales Process (Steps 1-3), you will use this process:

ARP

APP

APIP

None of the above

How do you update shipping or billing information on an opportunity?

Email Sales Ops to make the change

Change the stage to "Closed Lost" to reopen the opportunity

Update Contact Information

None of the above

I can work with the client on making amendments to their signed contract.

True

False

DLP Functionality (usually somewhat limited in nature) included as an option in a separate product is known as:

Lite DLP

Partial DLP

Integrated or Embedded DLP

DLP Pro

Which step is the most important in our Sales Process?

All of them

SE Discovery

Business Discovery

Presentation

Which of the below makes Trustwave Managed Anti-Malware the best web gateway security available?

More layers of engines

Patented technology and zero-malware guarantee

Most in-depth, robust solution

None of the above

ARP stands for:

Admit, Reply, Pardon

Argue, Retort, Plead

Acknowledge, Request, Pivot

Acknowledge, Respond, Pivot

When are you allowed to sell CVS without Scanning?

When client currently has scanning with a different vendor

When client currently has scanning with Trustwave

When client agrees to pay more for CVS services

Never

What is an effective Marketing resource to leverage in your selling efforts?

What determines if a test should be delivered under the MST or Legacy model?

If the test is required for PCI Compliance

If the customer worked with Trustwave before MST was available

If the testing requires a consultant to go onsite

None of the above

When your customer is on credit hold, you cannot process any further opportunities until it is cleared.

True

False

Your customer has a mobile app that they would like to test. Which option below should you present to the client?

Legacy Application Test

MST External Network Penetration Test - Tier 3

MST Application Test - Tier 3

None of the above

February/March 2017 - New Hire Training SME Sales Week 4

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